{"id":8648,"date":"2016-07-21T01:00:46","date_gmt":"2016-07-20T15:00:46","guid":{"rendered":"http:\/\/realestatetalk.com.au\/?p=8648"},"modified":"2016-07-21T01:00:46","modified_gmt":"2016-07-20T15:00:46","slug":"finding-a-spruiker","status":"publish","type":"post","link":"https:\/\/channels.realty.com.au\/realtytalk\/finding-a-spruiker\/","title":{"rendered":"Finding a spruiker – Anna Porter"},"content":{"rendered":"

 
\nThere are six key questions you can ask to help you identify a modern day Spruiker. Hear about all 6 questions that are detailed in Anna Porters<\/strong> book \u201cWhistle Blower\u201d and also how you can get a copy of the book.
\n <\/p>\n

Transcript:<\/strong><\/h4>\n

Kevin:<\/b>\u00a0 One of the questions I\u2019m quite often asked is \u201cBut how do I know that I\u2019m dealing with a spruiker, Kevin, because it all sounds so good?\u201d Well, you\u2019ll be delighted to hear about a book that\u2019s called Whistleblower<\/i> that\u2019s devoted to exactly that \u2013 helping you identify if you are dealing with a property spruiker. The author of that book is Anna Porter, who is a buyer\u2019s agent and also a former or current \u2013 I\u2019m not quite sure \u2013 property valuer. We\u2019ll find out in just a moment.
\nHi, Anna. How are you?
\nAnna:<\/b>\u00a0 Very well today, thanks. How are you?
\nKevin:<\/b>\u00a0 Good. Are you a former valuer or once a valuer always a valuer?
\nAnna:<\/b>\u00a0 I\u2019d say the latter is probably more correct: once a valuer always a valuer.
\nKevin:<\/b>\u00a0 Okay. Your company is called Suburbanite, and I\u2019ll tell you how you can get a copy of the book and contact Anna, as well.
\nAnna, I\u2019m particularly interested in the six questions you say someone can ask to find out if they are dealing with a property spruiker. Firstly, tell me what a spruiker is.
\nAnna:<\/b>\u00a0 Yes, certainly. In our books, a spruiker is someone who will come to you as your trusted investment advisor but all along, they\u2019re actually taking a kickback from a third party, typically a developer. They won\u2019t disclose that to you in most cases, and for me, that creates a little bit of a question around who are they working for, and if there\u2019s non-disclosure, it makes you wonder why they have something to hide.
\nKevin:<\/b>\u00a0 Yes. I guess that leads to the first question you\u2019d ask, which is \u201cWho pays the fees?\u201d
\nAnna:<\/b>\u00a0 That is probably the first and most important question to ask. I like to think I\u2019m a very ethical person, but if I\u2019m getting paid $40,000 or $50,000 or even $60,000 by a developer when I\u2019m getting someone into a property purchase, I bet that I\u2019m working for the developer more than the person that\u2019s supposedly my client \u2013 which is why we don\u2019t do that but most investment advisors out there do.
\nKevin:<\/b> Yes, question number two is \u201cCan you offer me properties other than this new off-the-plan stuff that you\u2019re peddling?\u201d If you go to a seminar and they are selling specific properties, is that when the alarm bells should go off?
\nAnna:<\/b>\u00a0 Yes, that is a big red flag. If they can\u2019t offer any investments other than new and off the plan \u2013 and new and off-the-plan property is just one way to invest \u2013 you have to think, does that suit everyone? Surely it can\u2019t. So If they\u2019re not offering anything beyond that, there\u2019s probably a reason for it, and it\u2019s most likely that that\u2019s the only way they can line their own pockets on the way through the transaction.
\nKevin:<\/b>\u00a0 I guess in a similar vein, you say question number three is \u201cIf the property is new or off the plan, ask who the selling agent is for the seller or the developer.\u201d Why would I ask that question, Anna?
\nAnna:<\/b>\u00a0 There are some investment firms out there that will still deal with new and off the plan but they might be fee for service. So there will be a selling agent representing the developer and the buyer\u2019s agent will be representing the buyer \u2013 and the fees should be according to that.
\nIf they are actually saying they\u2019re working for you, then the developer should have their own internal marketing team or generally a local agent representing them so that it does create two sides to that transaction that are fair and transparent. If they\u2019re acting on both sides, it\u2019s really not fair or transparent.
\nKevin:<\/b>\u00a0 Yes, I guess I\u2019m a firm believer that if you\u2019re going to be spending a lot of money \u2013 as you would do in buying a property \u2013 you have to do your own due diligence, which leads to the next question which is \u201cCan I have my own valuer put a valuation on this purchase?\u201d
\nAnna:<\/b>\u00a0 That\u2019s a really big one. When I was a valuer, we would often see this unfolding, this scenario, where [3:26 inaudible] <\/b>valuers are inherently conservative, but there are also a lot of cases where you go out and value something, and again and again and again, it may be a new estate or a new development, the valuations just weren\u2019t stacking up compared to what else was selling. It\u2019s because they\u2019re overpricing.
\nIf the developer is giving say $40,000 or $50,000 to the investment advisor on the way through, that money has got to come from somewhere and it usually means the investor is paying too much.
\nThey often will try and mask it or hide it by not letting you get a valuation done. To me, that\u2019s again non-transparent. But we\u2019re seeing some that are really, really, cheeky where they\u2019ve actually had ones where they couldn\u2019t settle.
\nIt might be a financial advisory firm that\u2019s linked into a broker or they might be one of the one-stop shops. They have into settlement, the valuation has in low by the bank. The investor actually wouldn\u2019t be in a position to settle but they\u2019ve gone and bumped up their own home loan, transferred money across, and played with the loan structures to get it to a point where it can settle. But effectively, they\u2019re using more equity out of the investor\u2019s home.
\nThe investor may or may not have knowingly signed off to that. They might be a bit confused with the loan structure or given enough authority over to the firm they\u2019re working with to actually rejig it without them having full knowledge and they\u2019re just trying to hide the fact that the valuation came in low. So you really need to be across that.
\nKevin:<\/b>\u00a0 One really great telling one that I see in your book is question number five that I must admit that I had never thought of but it\u2019s a really good one, and that is asking this person whether they\u2019ll go back to the developer to negotiate the price for you, which is going to be a great indicator, because they won\u2019t do it obviously.
\nAnna:<\/b>\u00a0 No, because it eats into their own commission. Once that price goes down, the developer will tell them to start dropping their own fee, and they don\u2019t want to do that.
\nDevelopers tend to set the market. If they\u2019re setting it in line with sales in other developments and established stock, that\u2019s fine, but often they\u2019re not.
\nKevin:<\/b>\u00a0 The final one is to ask them about their credentials. I guess if you\u2019re going to be taking property investment advice from anyone, you have to make sure that they are qualified. There\u2019s nothing wrong with asking them what their formal qualifications are, Anna.
\nAnna:<\/b>\u00a0 Yes, this is the one I\u2019m probably most passionate about, up there with who\u2019s paying the fee. This one is so critical because the spruikers will often have no qualifications, or they might have done maybe a three-day real estate course. I\u2019m a firm believer\u2026 I\u2019ve actually taught the real estate course at TAFE, and there\u2019s not enough in there to make someone have enough knowledge to advise on your greatest asset and investment strategy as an overall whole.
\nThere are also the self-proclaimed experts out there who become advisors. They fill portfolios with a heap of regional properties. They don\u2019t look at diversification, they don\u2019t look at the growth indicators.
\nWe have people walk through our door on a monthly basis who have bought five or six properties in these regional locations, held them for seven, eight, or even nine years, and had no growth or sometimes had the portfolio go backwards. It often comes through either working with a firm that has no formal qualifications and limited experience in that space or someone who\u2019s done maybe a three-day real estate course and often they\u2019re getting paid by the developer.
\nKevin:<\/b>\u00a0 Anna, there\u2019s one other thing that I wanted to ask your opinion on, and that is something that I\u2019ve always warned against, and that is rental guarantees. If they are actually using a rental guarantee to justify the price, alarm bells should definitely be going off.
\nAnna:<\/b>\u00a0 I couldn\u2019t agree more. We\u2019ve never had to offer rental guarantees to our investors because we\u2019re in a strong rental market. I met a lady just recently who had a property she purchased where the rental guarantee was $450 a week. That was for the first six months. When that came off, she was struggling to get $250 a week. Now, that made the property unaffordable for her. She\u2019s now trying to sell it, and she\u2019s looking at taking a big loss because she did pay too much for it and it\u2019s in an oversupplied market, which is often the case.
\nThese kickbacks occur in markets that are oversupplied because the developers can\u2019t move their stock. So now she\u2019s in all sorts of financial strife and she really just can\u2019t afford to hold it at the market rent.
\nIf you\u2019re going to go for a guarantee rent, yes, ask why they have to guarantee it. Also get an assessment of the market rent, which is another thing that the valuer will do for you when they do the valuation for the bank. Make sure that you have independent advice from an independent broker and solicitor that\u2019s not part of the one firm because they\u2019ll be across all that information for you.
\nKevin:<\/b>\u00a0 Yes, great advice coming from you in the book, which is simply called Whistleblower<\/i>. It\u2019s written by Anna Porter who has been my guest. You can get a copy of that book by going to Anna\u2019s website Suburbanite.com.au.
\nAnna, thank you so much for your time and for writing the book. It\u2019s been great talking to you.
\nAnna:<\/b>\u00a0 You\u2019re more than welcome.<\/p>\n","protected":false},"excerpt":{"rendered":"

  There are six key questions you can ask to help you identify a modern day Spruiker. Hear about all 6 questions that are detailed in Anna Porters book \u201cWhistle Blower\u201d and also how you can get a copy of the book.   Transcript: Kevin:\u00a0…<\/p>\n","protected":false},"author":176692471,"featured_media":8650,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[10,11,13,36,17,22,25],"tags":[101],"class_list":["post-8648","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-kevin-turner-sponsored-channels","category-kevin-update","category-latest-story","category-property-investment-topic","category-property-investment","category-research-topic","category-sponsored-channels","tag-podcast"],"yoast_head":"\nFinding a spruiker - Anna Porter - Realty Talk<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/channels.realty.com.au\/realtytalk\/finding-a-spruiker\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Finding a spruiker - Anna Porter - Realty Talk\" \/>\n<meta property=\"og:description\" content=\"  There are six key questions you can ask to help you identify a modern day Spruiker. 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